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CRM
May 2015
Oren Smilansky |
At Forrester's Sales Enablement Forum, It's All About Getting the Story Right As customers grow more independent, sales must leverage marketing content to become indispensable   |
CRM
September 2015
Marshall Lager |
No Sale Can we saw off the third leg of the CRM tripod? |
CRM
March 21, 2014
Ofer Yourvexel |
5 Reasons Small Businesses Have Not Embraced Online Ordering When it comes to B2B, the sales rep is still a critical link. |
CRM
July 2014
Sarah Sluis |
4 Ways to Master Omnichannel Selling Salespeople must track the customer journey across multiple channels and be more collaborative than ever. |
CRM
May 30, 2014
Gregg Schwartz |
Disputing the Demise of Classic Sales Strategies Modern technologies must be combined with tried-and-true techniques. |
CRM
December 15, 2015 |
Insite Software Acquires Storyworks1 The acquisition of StoryWorks1 bolsters Insite's connected commerce platform strategy with rich functionality for digitally enabled B2B selling. |
CRM
November 24, 2014
Maria Minsker |
IBM Launches B2B Commerce Tool New solution helps businesses bring B2C selling capabilities into the B2B space. |
CRM
May 15, 2015
Adam Blitzer |
Want to Sell Smarter? Don't Overcommit on Low-Value Engagements People are your top resource -- so have them focus on engaging in person. |
CRM
March 5, 2015
Oren Smilansky |
Marketers and Salespeople Must Rethink Customer Engagement Efforts Speakers at Forrester's Forum for Sales Enablement stated that good content is as vital to salespeople as it is to marketers, and that customer engagement can be maintained by delivering meaningful messages. |
CRM
July 21, 2014
Maria Minsker |
Content Marketing Isn't Mature Enough Yet, Forrester Report Finds Eighty-five percent of B2B marketers can't connect content activity to business value. |
CRM
May 2011
Lior Arussy |
There's No Substitute for Experience Sales organizations need to get on board and design an experience that would make customers invite them into their offices. |
The Motley Fool
September 27, 2004
Rich Smith |
The Fall of Commerce One Over the past two days of trading, the business-to-business (B2B) e-commerce pioneer has lost more than 70% of its already debatable value. |
CRM
June 3, 2013
Maria Minsker |
B2B Marketers Embrace Expanding Roles A new study suggests CRM vendors should take notice. Business-to-business marketing leaders are taking on responsiblities they have never had to before, including managing social media on a regular basis. |
Job Journal
September 5, 2010
Clive Miller |
How to Succeed in Sales on Commission Only Commissioned sales can be quite lucrative if you have the skills and a good product. |
Inc.
May 1, 2003
Norm Brodsky |
The Sales Commission Dilemma There's a better way to reward salespeople. |
CRM
October 2014
Brent Leary |
Sales Processes and Tools Must Adapt to Customer Behavior New consumer expectations call for updating old practices. |
CRM
September 4, 2015
Micheline Nijmeh |
Why Personalization Has Become Critical to the Sales Process With information literally at everyone's fingertips, the best way to stand out is to personalize. |
Inc.
August 2008
Norm Brodsky |
Street Smarts: It Takes a Company If your best salesperson leaves, how do you make sure you don't lose your best customers, too? |
CRM
July 2011
Brittany Farb |
Mobile e-Commerce in the B2B Sector While mobile e-commerce is trending for retailers, it also is a hot tool for business-to-business marketing. |
CRM
November 21, 2013
Sarah Sluis |
B2B Selling Is Taking Cues from B2C Interactions Mobile and social technologies are making business buyers act like consumers. |
CRM
April 9, 2015
Oren Smilansky |
Salesforce Pardot Reveals Intelligent Engagement Studio, Sales Cloud Engage New B2B marketing automation tools aim to help reps cultivate higher-quality leads. |
CRM
March 17, 2015
Oren Smilansky |
Sales 2.0 Conference: Meaningful Connections Will Drive the Future of Sales Speakers note that the human element cannot be overvalued. |
CRM
January 9, 2015
Richard Dym |
The Power of Sales Triggers Real-time data-analysis tools give sales the insight to sell to SMBs. |
CIO
June 15, 2002
Meridith Levinson |
How to Grow Your B2B Network Forget the 80/20 rule, and stop wasting money. You need to get the rest of your trading partners online to reap a real return from e-commerce. Why you should recruit more trading partners for B2B e-commerce, five strategies for signing up partners, and incentives for e-commerce resisters. |
CRM
April 2011
Koa Beck |
Required Reading: Taking the Lead Dan McDade has written a 100-page book titled "The Truth About Leads" in which he says sales and marketing teams must be connected for a win-win scenario. |
Entrepreneur
February 2002
Kimberly L. McCall |
The Right Carrot Is your compensation plan keeping your salespeople motivated? |
CRM
February 13, 2015
Martin Limbeck |
5 Tips for Reversing a Sales Slump 'No' is short for 'next opportunity.' To avoid sinking into a sales slump, use the five steps here to quickly change your mindset and get you back on your feet. |
Entrepreneur
August 2002
Mark Henricks |
All Work & No Play Targeted mailings and research are in. Client golf outings are out. If you expect to sell in today's economy, you need to stop wasting everyone's time. |
Inc.
August 2003
Cara Cannella |
Why Online Exchanges Died In many industries, B2B exchanges were simply not to be. |
Pharmaceutical Executive
November 1, 2008
Tousi & Lee |
Making Sense of Sales The direct sales force is one of the largest costs for most pharma companies, but don't throw out sales force effectiveness with the sales force when cutting costs. Read on for some sure-fire strategies. |
CRM
January 30, 2015
Michael Hvisdos |
The Surprising Key to B2B Customer Loyalty Unless we change internal structures and turn to market strategies that make it easy for our customers to do business with us, we can't expect them to remain loyal. |
CRM
May 2006
Marshall Lager |
Pointing to Profits As software products and services become more complex, salespeople need to think faster than ever, respond more quickly, remember more details, and comply with more guidelines than ever before. |
CRM
May 3, 2013
Shawn Naggiar |
Two Concrete Ways Sales Can Benefit from Marketing Automation Answer the questions your sales force needs to ask. |
IndustryWeek
December 1, 2008
Jill Jusko |
Bookshelf: New Product Blueprinting: The Handbook for B2B Organic Growth Business-to-business suppliers have "severely" limited themselves by using business-to-consumer practices to understand customer needs, writes author Dan Adams in his book. |
CRM
March 2008
Marshall Lager |
Selling CRM to Your Sales Force They're set in their ways, stubbornly independent, and resistant to change. But your staff doesn't have to be your toughest sale. |
CIO
June 1, 2001
Peter Fingar |
Don't Just Transact -- Collaborate Many B2B e-marketplaces are missing a key component -- collaboration... |
CRM
February 2014
Sarah Sluis |
Sales Management Tools and Trends to Watch How to transform selling through coaching, collaboration technology, and sales analytics. |
Entrepreneur
February 2007
Kim T. Gordon |
Power Tools What do your salespeople need to succeed? Give them a toolkit that helps them out during every step of the sale. |
CRM
May 2014
Maria Minsker |
Moving Toward Agile Selling Today's sales professionals must be quicker thinkers and learners. |
CIO
February 15, 2004
Martha Heller |
Six Things You Want from Your Technology Vendors Our Best Practice Exchange members tell us what their favorite salespeople do right. |
Entrepreneur
August 2003
Chris Penttila |
The Art of the Sale In today's economy, bright ideas are what it takes to land a sale. So we went to the source -- to salespeople at super-successful companies -- to provide you with surefire tips for selling. |
IndustryWeek
February 1, 2002
Jill Jusko |
The Promise Remains The consumer packaged goods value chain inches toward b2b e-commerce, but trading partners remain committed... |
Entrepreneur
January 2003
Kimberly L. McCall |
Training Day Coaching your reps on pushing a new product can help them play the selling game better. |
CRM
September 2015
Jim Dickie |
Make Sure Your CRM Is Well Informed Sales reps won't adopt your software if they don't trust its data |
CRM
April 24, 2013
Kelly Liyakasa |
Demand Grows for Social B2B Data Companies want to measure ideal customer profiles and lead behavior. |
CIO
May 15, 2002
Mohanbir Sawhney |
Putting the Horse First B2B exchanges failed because they got their business models backward... |
CRM
April 1, 2007 |
The Pulse: How Does Your Company Determine if Prospects Are Just Shopping Around or Are Actually Looking to Buy? Reader poll results -- We rely on our salespeople's instincts: 11%... Our marketing model is always correct: 1%... etc. |
Job Journal
December 16, 2007
Julia Hollister |
Commission Sales: A Piece of the Action Want to be paid based on your performance? Commission sales is just the ticket. |
Entrepreneur
May 2006
Barry Farber |
Star Qualities How can you make sure you shine in your customers' eyes? Adopt the top 5 traits clients say their favorite salespeople share. |
CRM
January 2015
David Myron |
Why Effectiveness Trumps Efficiency 'Things that increase the efficiency of sales reps are not valuable today.' |
